1. Copyright © Yokogawa Electric Corporation Agenda V3 Pharma Page.1

2. Copyright © Yokogawa Electric Corporation Pharma Industry Session 11/24/2004 Chiaki Shimada Yokogawa Electric Corporation

3. Copyright © Yokogawa Electric Corporation Agenda V3 Pharma Page.3 Pharma Session @ V3 workshop! Who is the main audience of this session? –System sales people selling DCS solutions to the Chemical industry –Product sales people selling FIBU, Analytical BU, and NetSol BU products to the Chemical/Pharma industry –Any other people who wish to sell more to the Chemical industry by leveraging the Pharma business development opportunities What you can expect in this session? –make the sales people feel Pharma business is interesting & exciting to develop our sales channels from other industries or products What tools you can bring back?

4. Copyright © Yokogawa Electric Corporation Agenda V3 Pharma Page.4 What tools you can bring back? Attract –Advertisement Industry ads, solution ads –Direct Marketing Promo CD –Public Relations News releases, magazine articles, success stories –Events Industry shows, industry conferences –Web Industry web pages Interact –Sales tools Internal handbooks Bulletins White papers Tier3 Reference lists –Demos Retain –Project execution & lifecycle support Engineering KM network Network –User groups Periodic meeting, e-Update The sales funnel After sales commit ment Internal Handbooks Tools to interact with prospects Pharma Tier3 Sales Tool Tools to interact with prospects Industry Tier3 Appendix Tool

5. Copyright © Yokogawa Electric Corporation Agenda V3 Pharma Page.5 Becoming the top supplier Yokogawa as the corporate direction will tackle Pharma and E&P industries on the mid and long term basis. Minaki-san declared at 5 th IA Global Strategy Workshop on Aug. 31, 2004 as follows; The Pharma needs to be tackled with a special development effort, because of the limited knowledge and experience.

6. Copyright © Yokogawa Electric Corporation Agenda V3 Pharma Page.6 Pharma Session Agenda @ V3 workshop! Plan –Why pharma –What’s our goal –The global pharma marketing network Tools –Presentation kit Wrap-up –Q&A  Pharma Handbook Pharma Handbook  Pharma Tier3 Slides Pharma Tier3 Slides  Industry Tier3 Appendix Slides Industry Tier3 Appendix Slides

7. Copyright © Yokogawa Electric Corporation Agenda V3 Pharma Page.7 Summary Vision: 15 % share in Pharma Market by 2010 Strong pursuit of pharma projects in your sales opportunities with our differentiators Develop product/system opportunities from services business, vice versa Enhance vertical industry marketing, developing knowledge base & delivering new collaterals Be aggressive in Pharma industry with: